Apparel sales improvevirtuemart template

clothing sales increase 800% of prestashop clothing should be sold so that (a)
This book is unemployed clothing boss, manager and sales staff the necessary practical Collection is the perfect gift gift employees and franchisees can be said that sales of the domestic apparel industry, the first the most practical operation of the books! 88 classic scenes in the book is representative, the store sales will experience a day of filial piety, and many sales people are very troublesome problem. Customer demand for each scenario are clues to sales staff communication skills as the core, by about, straightforward, highly operable.
Whether you are a store owner or clerk, you may not realize: Your store may put the customer off every day! Are less likely to sell five or six a day dress! Store sales unprofessional, untrained staff, the result will inevitably lead to the loss of sales and profits off, at the expense of the survival and development shop based - brand image. And it all comes from sales staff with a reasonable means of communication and sales skills have become accustomed, in fact, the way content sales staff expressed much more important than the content itself.
Methods and techniques in this book are used by clothing stores and was proved effective in actual combat, the great need to enhance their own capacity but an exceptionally busy sales staff, it only takes a few minutes a day, you can Easy to master the secret of clothing sales, store performance to bring radical change!
This book is for: clothing, footwear and other accessories store shopping guide, the store manager and clothing to management.
【Introduction】
for translators
This book introduces
for translators
Mr. Wang Jiansi, apparel order will be gold investment lecturer, clothing sales business end of combat instructor, is signed more than ten famous domestic apparel training advisory body, the clothing brand and served nearly 150 institutions. Wang first proposed in the industry: student satisfaction,virtuemart template, less than 80 minutes, free of course pay! And training with numerous cases of successful practice of Wang's classic courses Gold franchisee training camp,
Recommended sequence of a
Chinese clothing brand has experienced ups and downs of the baptism of ten years, during the ups and downs, there is great joy of success, but also the hardships of low rough. The face of increasingly intense competition brand clothing market, I very much agree with the teacher Wang said four words: product life, the terminal is the soul!
Of course,prestashop, winning is not the terminal empty slogan, but rather the interaction of many factors, including rising end-joining the ranks of business concept and management capabilities. We can say that dreams and Philosophy Business Men can achieve today's results, with emphasis on the healthy development of the terminal and hand in hand with franchisee teams are closely related. For a long time, in order to join the brand to provide more and better support, the dream Wang Zhe Business Men and four teachers to establish a sustainable strategic partnership. Because Wang is a
Wang learned to use their opportunities to teach around the country to collect a large number of terminal cases of clothing and apparel shops concentrated study in depth the development of this useful tool, I am very pleased. Wang will be the book when I want my presentation to better ideas, I really sense that this book is indeed a much-needed clothing terminal I will be part of the book out with the franchisee and manager are shared, they all agreed: This book is real strong, many of their daily work problems are virtuemart template encountered, while a very confused .
Therefore, I sincerely thank the four teachers for China Wang apparel industry to write such a terminal a join and benefit from access to the terminal early! I firmly believe that this book will surely bring great costumes enhance the performance of the terminal!
Philosophy, general manager of Dream
Business Men
Have large column
Recommended Sequence II
Today, Chinese clothing brand marketing strategy has been from the past Facts have proved that a clothing brand to be successful is the most indispensable terminal, only continue to improve competitiveness and to try to ensure that the terminal end profit, can only continue to grow the brand, described as Red Dress Wuhan rapid development of these years that I deeply feel the importance of improving the quality of the terminal, so we often invite well-known fashion industry experts and scholars to teach Reds, which impressed me most is that Wang four teachers. Wang dress close to the terminal course content, highly industry-specific, so each teacher taught all the king by joining the National Red Dress warmly welcomed.
Some time ago, Wang communicate with me and said he hopes to write a Chinese clothing store real tools to solve practical problems can be books, listened to the teacher's creative idea of ​​the king, I think the contents of the book is very good, clothing terminal is also an urgent need. Because on a bookstore books Although many end clothing, but the real Much of this book are the real I also want to the nation's apparel industry colleagues recommend this good book, I believe this book will certainly be a lot of brand recognition and its agents, in particular, is one of many brand franchisee and staff will be
Finally, I would like to publish this book again to express my heartfelt congratulations to Mr. Wang and gratitude, want to continue after Wang fashion industry for us to provide more real, practical and a pragmatic books!
Reds general manager of Wuhan
Clothing
Tang Guanzhou business
Order
I'm all over the country to do training for the apparel business, when asked whether students can virtuemart template be a classic case of class lectures into a book written so that they work at any time in the application. At present, many clothing stores in solving practical problems at work there is a huge demand for real books, but also because by the time, place and cost constraints and other factors, many people in need can not receive timely on-site training. Given the above, I have written this book specifically, I firmly believe that to enhance China's apparel industry book sales there must be a great help.
After much investigation I found: In fact, every day expulsion store customers away every day could sell a few less clothes, but we did not realize it! It all stems from our staff with the irrational way to communicate with customers, can the clerk did so, and from that they do not know how to communicate with customers. Apparel industry turnover rate is relatively large, a lot of people dress the lack of terminal system of professional training, so I think, as a boss, should clearly understand that without the training of staff, the staff is not professional, not just lose a day sell a few less clothes, more seriously, the loss of shops for the survival and development of the foundation - the brand image. Therefore, staff is incompetent store costs and profits of the largest black hole.
Clothing stores in fact many of the problems encountered by people in the final analysis, because the competition between the stores and shops, in essence, between the staff and the staff quality, level and capacity of the competition. It can be said that the level of staff professionalism and to determine the direct impact of store inventory, profits and competitiveness. Chinese clothing is now generally based on the terminal face still need to improve the quality of personnel, training needs can not keep the status quo, we had a lot of research and teaching across the country when the problem of systematic collection of feedback from participants. It should be said that these problems are encountered in-store sales every day, and many shopping guide is very confusing issue. We address these issues in the book set a sales scenario, the error response, problem diagnosis, shopping guide strategies, language templates, and more. This book can be said that the first real domestic apparel industry, effective, the clerk can be used with the investigation. I believe that as long as the clerk to seriously study the use of such content and flexible to a certain store sales can bring great changes.
This book has been written many successful clothing industry and the well-known experts and scholars who support and advice. Here I would like to thank Yu-hole, thin Ming, Han Dongqing, Li Feng, Zou Qiong, Wang Connaught, Jinqi Chang, Chen Hao, Zhang Bangli, Zhang Genyuan, Guozhong Jiang, jade crystal, Han Weidong and other support publication of the book, but also Dream of Italy would like to thank Zhe Business Men's Mr. Zeng Dazhu and Mr. Tang Guanzhou, Wuhan Red Dress busy reviewing all draft preface for the book, special thanks to my baby daughter Wang Jue writing in the book to the period I have great spiritual support. I believe that after so many people for their collaboration, this book will be the recognition by the apparel industry, but also will become the owner of each franchise, store manager and an essential tool shopping guide Collection!
Wang Four
January 2007 in Chengdu
Directory
The first chapter on how to deal with customer relations
Sales Scenario 1
Shopping guide recommends that customers try on clothes, shopping guide to recommend the adoption of the customer is unwilling to
Sales Scenario 2
Passion prestashop customers to shop close to the shopping guide, can the customer prestashop replied: I casually look
Sales Scenario 3
Customers like to be companion said: I think the general and then to look at other places around
Sales Scenario 4
Customers fear sale items have quality problems, despite the different options how to explain all thought he was lying to
Sales Scenario 5
I went home with her husband discuss and consider the future we'll talk a good
Sales Scenario 6
Do you sell clothes are very good, which praises the sweet melon did not say what his
Sales Scenario 7
Peak hours of business, shopping guide greeted by ill or even cause the loss of customers to complain
Sales Scenario 8
Face demolition of packaging, the customer still shouting after testing new, leaving only a
Sales Scenario 9
Customers like to try the clothes, the customer can be difficult to talk about wandering rejected
Sales Scenario 10
To give customers very satisfied with her boyfriend to buy clothes, said her boyfriend brought to have to wait before deciding to
Chapter II how to deal with the issue of clothing worn
Sales Scenario 11
After the customer tried on several sets of clothes, nothing that turned away
Sales Scenario 12
Shopping guide introduction to clothes, the customer said nothing and turned away
Sales Scenario 13
How to wear this dress so tight Yeah
Sales Scenario 14
Well, I think this dress to wear on me a bit was fat
Sales Scenario 15
I do not like this, very mature, good old-fashioned look to wear
Sales Scenario 16
I do like the money, but I bought a set of colleagues, and again in the same office
Sales Scenario 17
The clothing is also good, next time I bring friends to help me look after the decision
Sales Scenario 18
Come on, do not fool me you, this is not appropriate to wear clothes I
... ...
Chapter III how to deal with the issue of quality clothing
Chapter IV how to deal with price objections customer
Chapter V how to deal with the problem of customers discounts and
Chapter Six how to deal with customer complaints
The first chapter how to deal with customer relations
Scenario 1 sales shopping guide recommends that customers try on clothes, shopping guide to recommend the adoption of the customer is unwilling to
Error response
1. Like, you can try.
2. This is our new, welcome to try.
3. This is also good, try it.
Problem Diagnosis
As long as a shopping guide to see some customers into the store began to touch the clothes or the so called out for customers to hear the ears from the calluses, but in fact that's all nonsense, because customers will certainly have to try on clothes. recommended, can be said that the performance of our shopping guide their customers do not have our proposal seriously.
Shopping guide policy
Clothing store sales should be innovative, not always static language and thought to respond to changing consumer demand and increasingly critical requirement. To the highly competitive apparel market in greater competition for market share, it must be done in many details and not the same as your competitors, and these include the language of communication with the customer response.
In the present case, ask the customer to try shopping guide, the first to seize the opportunity to try not virtuemart template premature recommendations; Secondly, the proposed fitting must have confidence, that confidence can be the power of language and body shown ; again, it is recommended not to give up easily when you try, and if refused, it should be well in advance to try once again to demand good reasons and let the customers feel reasonable, but try not to recommend more than three times, oprestashoprwise it will allow customers to a feeling of resentment ; Finally, in front of customers establish their own professional image consultant prestashop obtain the trust of customers, prestashop the shopping guide has a positive role in promoting recommended.
Language templates
Shopping guide: Miss, you really are very discerning. This dress is our hottest selling a week, every day to sell fifty-six it. To your body, I believe that you put on after the effect of a certain good! Come here have a fitting room, please come with me try it and see how to ... ... (waiting for an answer to take the initiative to lead the customer to mention the clothes to the dressing room, especially for undecided customers )
(If the person does not move), Miss, in fact, wearing clothes, the effect of each person is different, even if I say no matter how good, if you do not wear the body can not see results. You really do not pay any attention to relationships, to, I will help you unlock the clothes in the button bar. (Once again pick up the clothes and take the initiative to guide the fitting)
Shopping guide: Miss, your good taste. This is our new clothes, sold very well! Here, let me introduce you, this dress by × × technology and fabrics, imported × × style and style, very popular with white-collar women like you welcome. To your temperament and body, I think the effect of the dress you wear a certain good. To, miss, I said good-looking is not enough light, here are the fitting room, you can put yourself to see results, this way please ... ... (mention the clothes and guide customers to the dressing room)
(If the person does not move), Miss, I found that you do not seem willing to try. In fact, today you pay any attention to this dress really does not matter, but I did want to serve you better service. What I have just described is not any problems, or you do not like the style it? So that I can provide you with better service, you can tell me? Thank you! (If the customer did not like this style, the recommended phase into the inquiry)
Bulk abandon the concept of deep-rooted, apparel retailing requires constant awareness of innovation.
Scenario 2 enthusiastic sales shopping guide to shops close to customers, can the customer and replied: I casually look
Error response
1. Does not matter, you casually look at it.
2. Oh, well, then you easily see.
3. You look like you can try.
Problem Diagnosis
Moreover, once we do to deal with customers, in order to once again take the initiative to approach customers and depth of communication becomes very difficult. Do not try to buy clothes prestashop almost no customers, so Passive coping style are all the above deal with the problem, raprestashopr than actively solve the problem, as there is no conscious efprestashopt to homeopathy shopping guide and guide customers to the sales process forward, thus reducing the likelihood of customers to buy.
Shopping guide policy
When he first entered the customer inevitably will be some shops alert psychology, manifested in them are generally reluctant to talk too much. They worry that once their shopping guide will be easy to say too much and specifically designed to fall into the trap of shopping guide. Therefore, as a shopping guide in the standby phase of the station to do a good bit on the one hand, possession of a good mouth, good tube feet, on the other hand, the key is to choose the right time to get close to customers, so as to improve the success rate. Finally, if the customer is still
In the present case, if the customer says We call this sales objection handling objections Taiji method is called, if conversion is reasonable, this approach can play dealt with gently, leveraging the power of the role effortlessly, the effect is excellent.
Language templates
Shopping guide: Yes, Miss, buy clothes, have to understand that a number comparison, this is very normal. It does not matter, you can now see more to buy time until the day before they know how to help pick one for your clothes. Would you generally prefer to wear what kind of style of clothes?
Shopping guide: No problem, lady, now buying a matter, you can take a look at our clothes, to better understand what our brand. Let me help you to explain ... ... I ask that you generally like what color to wear clothes?
Shopping guide: Indeed, it is not easy to make money, buy a dress for us is spending a small fortune, more than absolutely necessary to find out! Does not matter, regardless of the customer buy, our services are first class. Would you like to see T-shirt today, or ... ...
Take the initiative to sell forward, to persuade the customer to become an excuse for customer reasons.
Scenario 3 customers like sales, may accompany say: I think the general look or try other places around
Error response
1. Not Yeah, I feel fine.
2. This is our focus with this season.
3. This very unique ah, how ugly it?
4. No matter how people say, you yourself think?
Problem Diagnosis
convincing, and easily lead to shopping guide and companion or hostile, is not conducive to creating good sales atmosphere.
Shopping guide policy
Clothing sales, the association accompany more people shopping, clothes, the greater the difficulty of selling out. Clothing shops clothes that often appear very satisfied customers, but a word to accompany shoppers let the sales process to terminate the phenomenon really a headache. In fact, the associated person is selling can be the enemy of our success can also help our sales success, the key shopping guide how to use the association's strength. As long as the following aspects, to affiliates can play a positive role and minimize its negative impact on the sales process.
First, do not ignore the associated people. Store sales staff to understand that people may not be associated with the purchase decision, but with strong purchasing power of veto, on the impact of very large customers. So the customer entered the store, you must first determine who is the first associate, and to the associates and customers warm to be treated equally, not only customers but will appear in the eyes of people crowded out of the situation related. Here are a few tips to make good use of:
In the sales process through the eyes of the transfer, so that people feel the respect and attention associated;
Appropriate consultation and recommendations associated with people's views;
Customers who praise the association;
Related people to praise by customers.
These methods can be associated with people to feel good care of your respect and attention, once the shopping guide in the sale of pre-deal relationship with the affiliates to affiliates for the sale of late to avoid the negative effects of playing a strong shot.
Second, the association between people and customer pressure. Sometimes people may associate as a friend clothes. When customers feel satisfied and you wear clothes that really is not bad, you can say: fashion and personality. If customers choose their own clothes, the customer appeared very like it, then you can also associate said: Because it is not tantamount to saying that the customer perspective and appreciation, will make the customer lose face, so I will give him cause some psychological pressure.
Third, consult the association's recommendations. Shopping guide is the most stupid person will own the relationship with the association were very confrontational will not help solve the issue and sale of the advance. If sales do occur in the negative behavior associated with people, in order to increase the success rate of sales, shopping guide and pull can be associated as a partner approach, common for customers recommend clothes.
Language templates
Shopping guide: (for affiliates) this young lady, you are your friends really hard, to have good friends like you! Ask about, what kind of style do you think your friends are more suitable for it. We should get together to exchange views, and then with the help of your friends to find one of the most suitable for her clothes, right?
Shopping guide: (for customers) of your friends is really hard for you, to have such good friends! I ask this young lady, where do you think does not look good you feel it? You can tell me, so that together we can virtuemart template recommendations to your friends, help your friends find a more suitable for her clothes.
Shopping guide: (for customers) to your friends really care, no wonder it shopping with you together. Could ask about, what kind of style you think is more suitable to your friends? So we can refer to it.
Do not let the confrontation between himself and associates, affiliates who can become friends, you can become the enemy.
Scenario 4 customers worried about special sales items have quality problems, how to explain it is that despite putting him
shopping guide
Error response
1. You worry, quality is the same.
2. Always the same goods, no problem.
3. Are the same clothes, how?
4. Are the same brand, no problem.
Problem Diagnosis
So the key to handle this problem is to obtain the trust of customers, customers believe you said. Clearly, the use of such a simple straightforward language empty introduced to customers, it is difficult to obtain the trust of customers really!
Shopping guide policy
Shopping guide can honestly tell customers the real reason for special clothing to the facts to convince customers to special offers at the same time affordable, cost-effective as a catalyst to guide customers to buy immediately. Clothing store sales staff to keep in mind: When we conduct a frank, sincere language, and have courage to be responsible for the performance is virtuemart template very easy to obtain the trust of customers!
Language templates
Shopping guide: You have to understand this idea, after all, did you say this situation has existed. But I can responsibly tell you that while these clothes we are a bargain, but they are the same brand and quality is exactly the same, and the price but also offers much more than before, so it really cost to buy!
Shopping guide: You have this idea is understandable, but I can responsibly tell you that even before the clothes of these promotions are price merchandise, but because this style has been broken code, so it becomes special promotions, but the quality is exactly the same, you can safely choose. Please be assured that.
Shopping guide: You asked this question very well, we did have many old customers have such concerns. But this I can responsibly tell you that price or promotion regardless of the clothes are, in fact, are the same brand, and the quality is completely different. For example, we give you this a quality assurance are the same, but have to lower the price, so now buy these clothes is really cost-effective. You can rest assured to buy!
Not can not lead customers, not only to guide prestashop customer shopping guide staff.
Sales Scenario 5 I discuss the matter with her husband to go home, consider a good talk about it later
Error response
1. This is really for you, also to discuss what?
2. Really very suitable, you will not need to consider.
3. (Speechless and began to collect the clothing) ... ...
4. Well, good to welcome you again to discuss.
Problem Diagnosis
. And nothing to say to pick up their clothes are too much of a negative, did not virtuemart template any effort to change the customer's mind. Shopping guide sentence outburst as long as the customer to remain in place in order to avoid embarrassment, only to leave the store down the stairs.
Shopping guide policy
Customers say So the customer may be refused for himself to find an excuse, but customers may also be a real state of mind. Therefore, we must first understand the customer as a shopping guide in the end is what type of this argument, that we must know the real reason. But there are many shopping guide a customer experience similar issues, or is irrelevant to repeat the introduction, or is mechanically stressed the benefits of, or is nothing to say, it is very passive and negative. Actually, this is the treatment available from the following three aspects:
First, find a cause, to the pressure, hardness with softness. The face of the customer's objections (whether excuse or denial of the real), taken not as a way, customers do not feel any pressure, so you can easily escape, thereby reducing the probability of sales success. A large number of clothing stores sales case tells us: due to customer pressure, can make the change from passive to active shopping guide to find the real reason the customer left, help to promote turnover and increase sales. But the shopping guide sure to grasp the pressure points, the pressure can not not be too small, too big to make customers hate you, too small do not have any effect.
Second, handling customer objections, recommend an immediate purchase. After all the objections to find customers, you should immediately deal with the problem and the problem resolved recommended customers to buy. Because when the customer is still the store, we can to influence and stimulate the purchase desire and passion, and the customer left the store if we are beyond the reach of the. So do not readily allow the customer to leave, should seize the opportunity to sell. The specific method is:
To the pressure: for example, tell the customer this is the last one, offers the end, limited gifts, to each other to create a sense of urgency.
To the temptation: to tell the customers what benefits can be purchased now. In fact, the interests of people are animals, shopping guide to buy and do not buy the customer the advantages and disadvantages clearly stated to customers, can increase the success rate of sales.
Third, increase customer retention rates. If the customer really think of any other shops to compare or discuss with their families, such feelings should be given to understanding shopping guide. At this point can no longer force recommended, or make customers feel uncomfortable, but we must increase the probability of the customer coming back. Research has shown that once the customer back, the probability of its purchase of 70%. So how to increase retention rates it? Shopping guide from two aspects:
To face: If you do not give customers face, even if the customers like it would never go back, because it means the customer back to the weakness and no face.
To the impression: the customer will be visiting after the departure of many other stores to see many sections of the clothing, may be many temptations, leading to the final without any clothes on our impression of this, it is not conducive to the customer back, so before leaving the customer to re-emphasize selling clothes, must give the customer leaves a deep and good impression.
Language templates
Shopping guide: Miss, I can actually feel it you are quite like this dress, and I think this dress is very consistent with your body and temperament. Can you say want to discuss with her husband, and think about, of course, your idea I can understand, but I worried that I do not know where to explain, so would like to ask you about, you are now the main consideration is that our style or & hellip ; ... (smile and pause to guide visually customers tell each other concerns), Miss, in addition to ... ..., there are other reasons why you can not now make a decision? (Guide each other to say that all concerns be addressed, respectively)
Miss you care about this issue of whether I explain it? (As long as the customer that he understands, nods, or silence immediately recommended purchase) ... ... Well, you see you are ready to pack or wearing a back? (If the customer is still pledged to consult with her husband and so the next step is to import)
Miss, if you really want to go back and discuss with her husband, and I can understand. But I would like to suggest you is that this dress fits very well with the temperament of your body, you see the style ... ... ... ... and its color fabric clothes ... ... and this is only the last pieces, and if you do not wear your body is really very unfortunate. Alright, I give you to keep up being really hope you do not miss with this dress, because really wear for your body!
Shopping guide: Yes, you have this idea I can understand. Now is not easy to make money, buy clothes are not cheap, it must discuss the matter with her husband, to do more to consider, so it will not regret buying. Is that all right, you sit for a while, I introduce several more to you, you can see more of, more than a comparison, so it will be more fully consider some of ... ... (stay longer store hours, to understand the situation and establish trust)
Customers to buy back 70%, moderate pressure to the customer can improve the shop performance.
Sales Scenario 6 Do you sell clothes, are very good, which praises the sweet melon did not say what his
Error response
1. If you say so, I would not work.
2. Forget it, anyway, I told you to not believe.
3. ... ... (Silence and continue to do their own thing)
Problem Diagnosis
reason, you impress me, just do not want to care about you. The silence continued to do their own thing then this information is passed to the customer: shopping guide feel wrong, so the default of his claim.
Shopping guide policy
Current lack of adequate commercial credit market, and some clothes shopping guide for the unscrupulous to sell more of some of the clothes are not suitable for the customer to sell to customers, after taking the customer complaint and ignore the attitude, resulting in many customers have not recommended shopping guide trust. In this case, shopping guide first thing to do is to restore the trust of our customers, if customers do not trust, shopping guide speak more sincerely doubt will be the customer.
In the present case, shopping guide should first identify the customer experience, and Care to tell most likely to let the customer to accept the simple truth and facts to convince customers.
Language templates
Shopping guide: Miss, you said this situation does exist now, so you have this fear I can totally understand. However, please be assured that we shop in this place of business more than three years, our business depends mainly on the old like you, customer support, so we will not take their business integrity to take risks. I believe we will be a real quality to get your trust, I am confident that, because ... ...
Shopping guide: I can understand your idea, but please be assured that. First, our The If the Of course, I have this to sell light To, miss, this way please! (Guide customers to try)
When customers do not trust us, our first priority is to restore the trust of our customers.
Scenario 7 peak hours of business sales, due to ill-greet shopping guide customers to complain or even result in the loss of
Error response